How do you go from shaking hands with a stranger to asking them to buy something from you? Let alone having them say yes. How do you take someone who knows you’re trying to sell them something, and turn them into a long-term customer?
Step 1: Dress the Part
You’ve no doubt heard the advice before. What gets lost in this simple advice is that you don’t want to just dress well, you should dress how you want to portray yourself and your business. If you’re too slick, you won’t be able to convince your customer that you’re a grassroots organization. If you’re wearing a regular run-of-the-mill suit, will your customer believe what you’re selling is really going to create new and exciting change?
Step 2: Listen. Then Listen Some More.
Some sales people feel like if they speak well enough, and have a great pitch, they can make the sale right there. Sorry, but no matter how good your pitch is, people want to be heard. If you don’t know what the customer needs, how can you possibly meet those needs? The best pitches are altered and changed based on the needs and desires of the customer, and the only way to find those out, is by listening.
Step 3: Focus on What Sets You Apart
The truth is, you have competitors out there, and they have similarities to you. If you focus only on the benefits of your product or service, what sets you apart from the others can get lost. Don’t fall into this trap, focus on what sets your product or service apart from the others, and why those differences make your product the best solution for the customer’s problems and needs.
Step 4: Don’t Allow Them to Stay the Course
Many potential sales are lost due to the customer making no choice at all. Where making a purchase means change for the customer, they may hesitate. Make sure to demonstrate how doing nothing would be more harmful than choosing to make a change. Don’t lose the sale to your customer’s inertia.
Step 5: Ask for the Sale
No one likes the pushy salesperson, but that doesn’t mean you have to leave without asking for a sale. If you’ve done a good job of listening and have explained how your product or service solves the issue your customer faces, they’ll be glad you’re asking for the sale.
Step 6: After the Sale
The final step seems like it might not have anything to do with the sale. After all, the sale has already happened. Following up with a thank you or touching base to see how things are working for your customer isn’t about the sale you just made, it’s about the next one. Even if it turned out that your product wasn’t right for one customer, maybe they know someone it would be perfect for. Following up keeps the dialogue open.
Smart Circle. Smart Sales. Smart Opportunity.
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